{"title":"James K Sebenius","description":null,"products":[{"product_id":"kissinger-the-negotiator-lessons-from-dealmaking-at-the-highest-level-book-james-k-sebenius-9780062694188","title":"Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level","description":"\u003cp\u003eForeword by Henry Kissinger\u003c\/p\u003e \u003cp\u003eIn this groundbreaking, definitive guide to the art of negotiation, three Harvard professors--all experienced negotiators--offer a comprehensive examination of one of the most successful dealmakers of all time.\u003c\/p\u003e \u003cp\u003ePoliticians, world leaders, and business executives around the world--including every President from John F. Kennedy to Donald J. Trump--have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger's overall approach to making deals and resolving conflicts--expertise that holds powerful and enduring lessons.\u003c\/p\u003e \u003cp\u003eJames K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger's approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law.\u003c\/p\u003e \u003cp\u003eEssential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.\u003c\/p\u003e","brand":"WoB","offers":[{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":49516846514449,"sku":"GOR010317422","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ NEW \/ GARDNERS","offer_id":49728966525201,"sku":"NGR9780062694188","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":50000254107921,"sku":"CIN0062694189VG","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":50999152279825,"sku":"NIN9780062694188","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ WELL_READ \/ SBYB","offer_id":51695316238609,"sku":"CIN0062694189A","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ GOOD \/ SBYB","offer_id":52403551371537,"sku":"CIN0062694189G","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ INGRAM","offer_id":52820266942737,"sku":"NLS9780062694188","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0062694189.jpg?v=1750811043"},{"product_id":"negotiating-the-law-of-the-sea-book-james-k-sebenius-9780674606869","title":"Negotiating the Law of the Sea","description":"The Law of the Sea (LOS) treaty resulted from some of the most complicated multilateral negotiations ever conducted. Difficult bargaining produced a remarkably sophisticated agreement on the financial aspects of deep ocean mining and on the financing of a new international mining entity. This book analyzes those negotiations along with the abrupt U.S. rejection of their results. Building from this episode, it derives important and subtle general rules and propositions for reaching superior, sustainable agreements in complex bargaining situations.  James Sebenius shows how agreements were possible among the parties because and not in spite of differences in their values, expectations, and attitudes toward time and risk. He shows how linking separately intractable issues can generate a zone of possible agreement. He analyzes the extensive role of a computer model in the LOS talks. Finally, he argues that in many negotiations neither the issues nor the parties are fixed and develops analytic techniques that predict how the addition or deletion of either issues or parties may affect the process of reaching agreement.","brand":"WoB","offers":[{"title":"- \/ - \/ -","offer_id":50908724691217,"sku":"","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"GB \/ NEW \/ GARDNERS","offer_id":50908724756753,"sku":"NGR9780674606869","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/0674606868.jpg?v=1751198889"}],"url":"https:\/\/www.worldofbooks.com\/collections\/author-books-by-james-k-sebenius.oembed","provider":"World of Books ","version":"1.0","type":"link"}